Senior Principal Account Manager, Global Accounts

Analog Devices, Inc.
(NASDAQ: ADI) is a global semiconductor leader that bridges the physical and digital worlds to enable breakthroughs at the Intelligent Edge.
ADI combines analog, digital, and software technologies into solutions that help drive advancements in digitized factories, mobility, and digital healthcare, combat climate change, and reliably connect humans and the world.
With revenue of more than $12 billion in FY22 and approximately 25,000 people globally working alongside 125,000 global customers, ADI ensures today’s innovators stay Ahead of What’s Possible.
The Senior Principal Manager, Global Accounts, sets a vision to grow an international account that is highly strategic to ADI with significantly complex requirements, establishes ADI as a strategic partner with the customer while driving profitable revenue growth for our company.
This leader defines and leads the master strategy for the account by developing a strategic account plan and ensuring the strategy is executed, by driving customer engagement and understanding throughout ADI, and fostering executive level engagements between ADI and the customer.
This leader also works to understand the requirements of the account’s customers, seeking out additional opportunities to expand business and design in more ADI products in system-level solutions.
Responsibilities include but not limited to: Strategic Account Sales Planning & Execution: Develops and carries out a profitable growth plan aligned with corporate ADI, BU, and Global account’s objectives.
Creates and executes a plan containing a strategy to capture both new and competitive business in current & future SAM potential while protecting ADI and customer IP.
Directly leads and creates new opportunity engagements that provide the highest value for the Global account while aligning ADI’s strengths and objectives with customer and market needs, resulting in a differentiated solution.
Synthesizes & simplifies the customer’s complex organization and leads ADI on how to approach the customer.
Creates an executive relationship map and builds networks from the very highest decision makers facilitating the engagement of ADI senior leadership as a strategic partner with customer’s C-level leadership.
Viewed as part of the Global account’s company culture and as a trusted partner.
Understands and leverages the entire Global account’s extended ecosystem.
Identifies field coverage (Sales and Application Engineering) needed to execute profitable growth and deploys the talent globally to win the most strategic multi-location platforms.
Interacts directly with ADI executive BU leaders up through ADI CEO, acting as the single voice of the customer filtering information appropriately related to the account’s objectives, performance, opportunities, and issues.
Understands the entire Global account’s ecosystem (end customer, market, design partners).
Identifies and resolves issues that interfere with driving investment decision making that leads to profitable growth with the account.
Leads and negotiates global pricing contracts, multisite development agreements and maintaining access/influence to engineering and executives at all levels Travels globally to both open new and drive existing strategic opportunities and executive relationships across entire customer’s global footprint.
Coaching and Talent Development of Team: Coaches and develops a team of KAMs/Field Sales Engineers on their responsibility for the account’s sales plan and associated competencies.
Has a development plan in place with KAMs/FSEs that leverages the individual’s strengths and improves areas of development.
Identifies high potential talent and closely monitors their development.
Determines need for training and development aligned with overall corporate and sales strategy and objectives; ensures training is completed and/or up to date for Global account team.
Reinforces Challenger Selling throughout Global Account sales team.
Management and Leadership: Leads and coaches entire customer sales team in unbiased way relative to regional alignment; recognizing the efforts of the various regional locations supporting the account.
Decides splits accordingly.
Demonstrates the expected ADI leadership characteristics necessary to lead others.
Able to lead multicultural team through influence.
Responsible for performance to plan, understands drivers of gaps to achieving plan and quickly addresses those areas until resolved.
Acts as an advocate for sales staff and is involved in escalations when customer expectations are not being met.
Appropriately rewards and recognizes employees following ADI’s pay for performance philosophy while also driving differentiation across the organization.
Leverages internal capabilities – sales operations, sales enablement, FAE, BU resources, HR, etc.
– to most effectively manage and develop their team.
Manages change aligned with overall sales and/or corporate strategy and objectives.
Minimum Qualifications: Inspirational leader and coach who can convey a vision others want to follow, both within ADI and at their customer; ability to lead talent while adapting to the situation utilizing strong coaching skills.
Strategically thinks, behaves, and operates while maintaining a global, long-term perspective.
Strong desire to win.
Expert in ADI selling methodologies and processes with executive-level selling skills.
Highly collaborative; acts as a team builder and team player.
Internal and external communication skills in English language Ability to present and interact with C-Level both internally and at the Global customer.
Ability to synthesize complex information across multiple inputs and perspectives – external market, customer, ADI, etc.
Influencing skills; ability to challenge appropriately, creating constructive tension as necessary to drive results.
Problem solving skills to identify, address and drive issues to a mutually beneficial resolution.
Ability and willingness to travel globally as necessary to conduct stated responsibilities.
For positions requiring access to technical data, Analog Devices, Inc.
may have to obtain export licensing approval from the U.
S.
Department of Commerce - Bureau of Industry and Security and/or the U.
S.
Department of State - Directorate of Defense Trade Controls.
As such, applicants for this position – except US Citizens, US Permanent Residents, and protected individuals as defined by 8 U.
S.
C.
1324b(a)(3) – may have to go through an export licensing review process.
Analog Devices is an equal opportunity employer.
We foster a culture where everyone has an opportunity to succeed regardless of their race, color, religion, age, ancestry, national origin, social or ethnic origin, sex, sexual orientation, gender, gender identity, gender expression, marital status, pregnancy, parental status, disability, medical condition, genetic information, military or veteran status, union membership, and political affiliation, or any other legally protected group.
EEO is the Law: Notice of Applicant Rights Under the Law.
Job Req Type: Experienced Required Travel: Yes, 25% of the time Shift Type: 1st Shift/Days The wage range for a new hire into this position is $180,320 to $247,940.
Actual wage offered may vary depending on geography, experience, education, training, external market data, internal equity, or other bona fide factors.
This position qualifies for a discretionary performance-based bonus which is based on personal and company factors.
This position includes medical, vision and dental coverage, 401k, paid vacation, holidays, and sick time, and other benefits.